Path to Growth: Conversations with Leaders on Go-To-Market

Tracy Young

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Path to Growth: Conversations with Leaders on Go-To-Market

Every great leader has a story to tell. TigerEye’s Path to Growth podcast is where leaders in B2B sales, marketing and customer success share their story. Each episode is a thirty minute masterclass in GTM covering leadership, strategy and growth in challenging markets.

DEC 11

Stevie Case | Breaking Barriers to Building Value

In this episode of Path to Growth, host Tracy Young, co-founder and CEO of TigerEye, sits down with Stevie Case, the Chief Revenue Officer at Vanta. Stevie’s incredible journey spans from growing up on a 300-acre prairie in Kansas to becoming the world’s first female professional gamer, and ultimately, a trailblazing sales leader in tech. This inspiring conversation explores the lessons she learned from her unconventional upbringing, her rise in esports and video game development, and how these experiences continue to shape her leadership style today. Stevie shares her approach to building winning teams, creating a culture of high accountability, and driving lasting transformation at Vanta. Listeners will hear how Vanta’s growth has been fueled by value-based selling, leadership from a female-driven executive team, and a relentless commitment to customer success. She also opens up about being a single mother while climbing the corporate ladder — and the life lessons she passes on to other ambitious parents looking to do the same. Whether you’re a sales leader, entrepreneur, or parent balancing career and family, Stevie’s wisdom and practical advice will leave you inspired and ready to take action.

39 min
OCT 31

Caroline McCloskey | Leading Through Crisis

Summary: In this episode, Tracy speaks with Caroline McCloskey, a seasoned go-to-market leader, currently working with startups at OpenAI. Caroline shares her unique career journey, leadership lessons, and practical advice on scaling, hiring, and navigating the tech world’s complexities. Her experience across companies like AWS, LinkedIn, and WeWork provides invaluable lessons for startups and leaders at any stage. Key Topics Covered: 1. Career Influences Caroline reflects on how her parents’ careers influenced her path – her mother’s drive for learning and travel and her father’s career in law – shaping her broad skillset and interest in leadership. 2. Early Career and Growth in International Sales Caroline shares her formative experience in LinkedIn’s leadership program and her evolution as a generalist, which helped her build versatile skills in various roles and industries. Her experience setting up sales teams in Mexico and Brazil at WeWork highlights the challenges and rewards of scaling in diverse cultural contexts. 3. Lessons in Hypergrowth and Hiring Caroline discusses the rapid growth challenges at WeWork, particularly the complexities of building and scaling teams quickly. She talks about the struggles and lessons learned from the necessity to downsize after aggressive scaling and stresses the importance of paced, thoughtful hiring. 4. Building Culture and Team Alignment With real examples, Caroline emphasizes the role of transparent communication and community in aligning sales, marketing, and product teams. She credits a former manager for showing her the value of regular, inclusive team meetings to create a sense of belonging and shared purpose. 5. Managing in a Crisis Caroline recounts the turmoil during WeWork’s failed IPO, noting the importance of remaining calm as a leader. She describes how a leader’s demeanor mirrors through the team and the responsibility to shield them from unnecessary stress while maintaining morale. 6. Metrics and Go-To-Market Essentials Caroline shares her favorite GTM metrics, though she emphasizes that KPIs should be tailored to each company’s specific needs. From her perspective, productivity metrics and pipeline structure are crucial for junior sales teams to build strong foundations in their roles. 7. Advice for Startups Implementing AI Caroline advises startups implementing LLMs to consider a long-term view. She warns against AI as an afterthought and encourages businesses to anticipate future advancements in AI technology to ensure sustainable product value. 8. Networking and Career Development For early-career professionals, Caroline recommends prioritizing relationships over resume submissions. Building genuine connections can be a key to unlocking future job opportunities and forming long-term mentorships and partnerships. Final Thoughts: Caroline’s journey offers inspiration and practical insights into building resilient teams and effective GTM strategies in a high-growth environment. Whether you’re a startup founder or a young professional, her emphasis on relationship-building and adaptability provides essential takeaways for anyone navigating a rapidly evolving tech landscape. This episode is perfect for fo...

36 min
OCT 8

Anastasiia Binns | RevOps with Empathy

Tracy Young sits down with Anastasiia Binns, Head of Revenue Operations at Semble, a patient management system for private healthcare providers in the UK. They discuss Anastasiia’s unique journey from a background in social anthropology to becoming a leader in Revenue Operations (RevOps). The conversation covers critical topics like balancing operational efficiency with empathy, transitioning roles within a company, and building RevOps functions from scratch. Key Highlights: Anastasiia’s Unique Path: Anastasiia shares how her degree in social anthropology shaped her open-minded approach in RevOps, especially regarding cultural relativism and understanding how different departments or companies operate within their own context. RevOps Foundations: Anastasiia outlines her process for establishing RevOps functions, focusing on three key pillars: Operational Efficiency: Ensuring processes, tools, and KPIs are well-organized. Disaster Readiness: Preparing for worst-case scenarios and ensuring continuity. Strategic Growth: Making incremental improvements after laying the groundwork. Challenges in RevOps: Anastasiia discusses one of her toughest projects: managing 12 different CRM systems within a large organization, which she streamlined by implementing a simple, yet effective SharePoint system. Tech Bloat and Lean RevOps: The discussion dives into tech bloat, how startups can quickly accumulate unnecessary tools, and Anastasiia’s advice to approach tech purchasing as if it’s coming out of your own wallet. She also talks about keeping RevOps simple and lean by focusing on MVP solutions before adding complexity. Advice for Aspiring Leaders: Anastasiia emphasizes the importance of standing up for what you believe is right in the workplace, even if it means challenging the status quo. She also offers practical advice for handling crises, such as staying calm under pressure and leading by example.

32 min
SEP 24

Tracy Lawrence | From Founder to Executive Coach

In this episode of Path to Growth, Tracy Young interviews Tracy Lawrence, the former co-founder and CEO of Chewse, who now works as an executive coach. Lawrence shares her entrepreneurial journey, which began with her love for food and her hometown of LA, and the personal growth that came with scaling a venture-backed business. She emphasizes the importance of inner work, vulnerability, and authenticity in leadership, revealing how personal experiences shaped her leadership style and the culture at Chewse. Now, as a coach, she helps leaders focus on self-awareness and healing to become more effective in both their personal and professional lives.

47 min
AUG 20

Brett Keirstead | Navigating the Future of Sales

Tracy interviews Brett Keirstead, Chief Sales Officer at Chief Outsiders. discussing Brett’s personal background, sales leadership strategies, and the evolving nature of sales, especially post-pandemic. Brett shares insights on the value of fractional sales leadership, the importance of setting realistic sales quotas, and the need for cultural fit in hiring. He also highlights the relevance of business acumen in sales roles and discusses his book, “We Are All Sales People,” which connects sales skills with life skills, particularly in enhancing communication and relationships.

34 min
JUL 24

Robin Daniels | Embracing Growth

In the latest episode of “Path to Growth,” Tracy interviews Robin Daniels, the Chief Business and Product Officer at Zensai. Robin shares his personal journey of growth and resilience, deeply influenced by his father’s struggles and untimely passing. He recounts how this experience led him and his brother to adopt a “yes to life” philosophy, driving them to embrace new experiences and live life with passion and courage. Robin also delves into his professional journey, highlighting his role at Zensai, a company dedicated to empowering employees through continuous learning, performance management, and engagement. He discusses the critical role of AI in personalizing learning experiences and optimizing organizational performance. Robin and Tracy also explore the evolving landscape of HR technology and marketing strategies. Robin emphasizes the importance of bold storytelling and community-based marketing to build strong, loyal customer bases. He contrasts the conservative go-to-market approaches of European startups with the bold, aggressive strategies often seen in Silicon Valley, advocating for a blend of both. Additionally, Robin offers valuable advice for those early in their careers, underscoring the significance of showing up with passion and taking initiative.

41 min
JUN 26

Holly Liu, Co-founder Kabam | The Art of the Pivot

This week tracy sat down with Holly Liu, co-founder of Kabam. Holly shared insights into her background, discussing her upbringing in Palmdale, California, and her journey through identity as one of the few Asian kids in her town. She recounted her path to founding Kabam, which began as a corporate social networking company before pivoting to mobile gaming. Holly detailed Kabam’s significant pivots and eventual success in the mobile gaming industry, particularly their hit game “Marvel Contest of Champions.” Tracy and Holly also discussed effective go-to-market strategies, highlighting the importance of analytics and consumer behavior metrics in B2C markets. Holly emphasized the value of building a solid team, possessing humility, and maintaining determination, while also discussing the different stages of company growth and the types of people suited for each stage.

40 min
MAY 29

Jin Chang, CEO, Fieldguide | The transformative role of AI

Tracy sits down with Jin Chang, CEO and co-founder of Fieldguide. They discuss Jin’s background, including his upbringing as an immigrant from South Korea and how his parents’ struggles influenced his values and work ethic. Jin shares his journey from working at Ernst & Young and founding a cryptocurrency company to co-founding FieldGuide in 2020. Fieldguide, an AI platform for CPA firms, automates tedious tasks in accounting and auditing, helping alleviate burnout and improve efficiency. Jin explains the significant talent shortage in the CPA industry and how Fieldguide addresses this by automating manual processes, such as auditing financial statements. They also discuss Fieldguide’s recent Series B funding, which will be used to enhance AI capabilities, expand into new practice areas, and increase marketing efforts. Jin emphasizes the importance of understanding customer workflows and building products that genuinely meet their needs, a lesson he learned from his previous experience at Atrium. The conversation highlights the challenges and opportunities in the accounting industry and the role of AI in transforming traditional workflows.

30 min

Great show

Jun 25

shotsy

Interesting and thoughtful conversations.

Every great leader has a story to tell. TigerEye’s Path to Growth podcast is where leaders in B2B sales, marketing and customer success share their story. Each episode is a thirty minute masterclass in GTM covering leadership, strategy and growth in challenging markets.

Creator

Tracy Young
Years Active

2023 - 2024
Episodes

19
Rating

Clean
Copyright

© 2023
Show Website

Path to Growth: Conversations with Leaders on Go-To-Market